Performance

Evaluation
Methods
Characteristics

 Job Relatedness
 Reliability
 Validity
 Standardization
 Comparability
 Usefulness
Graphic Rating Scales

 One of the simplest and most popular

evaluation tools
 Useful in assessing behavioural traits of
individuals in the sales staff
 Sales people are evaluated with the help
performance evaluation forms
 Enables the customers to get involved in the
evaluation process
Behaviourally Anchored Rating
Scales
 Links behavior to specific results
 BARS is designed to bring the benefits of both
quantitative and qualitative data to employee
appraisal process.
 Behaviorally Anchored Rating Scale (BARS) is
usually represented as a vertical rating graph.
 BARS makes use of critical incidents and
reallocates them to establish an evaluation
scale
BARS: An illustration
Automobile Salesmanship Skills
• A prospect said she would only buy one of our luxury
convertibles or would buy a competitor s car. When

10 the finance firm rejected her application, the

salesperson compared our lower-priced car to the
competitor s and convinced her to buy our lower-
priced model

• Salesperson asks prospective buyer what he or she is

8 looking for in a vehicle and why, listens carefully to the

buyer, and then explains how our vehicle fulfills those
needs and why.
 •The prospect said he was looking for a car that
5 he could use to haul his boat and for off-road
purposes, and the salesperson emphasized our
vehicle s low price and quality in the sales pitch.

•The prospective buyer said she really wanted to

special-order a car with an unusual color and
3 amenities, and the salesperson said she d be
better off not waiting 2 months and should settle
for a standard model.

•The prospect said he didn t like the looks of our

vehicle, and the salesperson told him the style
1 is the style and that he d probably be happier
with a competitor s vehicle.